Rainmakers Podcast

From Broke to 150 Reps: How Spencer Built a Life Insurance Army by 25 | Ep 46

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What happens when a faith-driven powerhouse and a relentless recruiter break down the real engine behind explosive growth?

In this episode, Nick sits down with Spencer Kozej—a 25-year-old life insurance phenom who went from broke, bitter, and searching… to leading a 150-man sales force and generating hundreds of thousands in personal production his very first year. Together, they dive into the pillars behind Spencer’s rise: unshakable faith, extreme discipline, world-class fitness, and a recruiting system that brings in hundreds of prospects every single week.

If you’re a salesperson or leader trying to build a culture, attract talent, and become someone worth following… this episode is for you.

Because when your life aligns with your purpose, your business becomes unstoppable.

Nick Nascimento (00:01.304)
Guys, welcome to the show. Today we have Spencer Cosay on the show. Did I say that right, Spencer? Guys, Spencer is a fantastic salesman, but what I love about this guy, he's 25 years old. He's jacked, he's a faith, God-fearing man. He is a killer recruiter. Okay, I see this guy on Instagram. A lot of you guys have probably seen this guy with the cars in Miami.

Spencer Kozej (00:07.548)
Yes, sir.

Nick Nascimento (00:27.534)
But what I love about Spencer, he's not putting off like a facade, know, like a fake life. Like Spencer, I can tell is a good dude. And so I'm excited to have you on the show, brother.

Spencer Kozej (00:39.868)
Appreciate you bro, thank you for having me.

Nick Nascimento (00:42.958)
Absolutely. Okay, dude. So let's break this down. So your life insurance sales and you're 25 years old. You've got, you've recruited 150 active guys to the company. said,

Spencer Kozej (00:55.836)
That's so what I was telling you before is when someone asks how many people are on your sales team, if I answered the answer, it'd be like 300 today. But in two months from now, that 300 is gonna be like 160. So I answer that question, who's been on my team for over six months? And we've got about 150 people that have been with us for over six months.

Nick Nascimento (01:09.857)
Right.

Nick Nascimento (01:14.178)
I love that.

Nick Nascimento (01:18.028)
That's amazing, Spencer. So we were talking about your strategy here. I want to dive into this with you. So Instagram is your primary source of recruiting, correct?

Spencer Kozej (01:29.742)
Instagram and yeah, ads too, Facebook ads.

Nick Nascimento (01:33.976)
Well, let's talk about like, where did this all come from? Like, where did you start? I was a backup and I wanna know your story a little bit. How you got into sales, what age you were, why you stayed in it, what's helped you be successful?

Spencer Kozej (01:46.906)
Yeah, so I got into sales in 2020. I was 19 years old when I started like the pre-licensing course, which is what you need to sell life insurance. It took me a while to get through that. I failed the exam four times. But then by the time I passed, I was 20. So I was 20 years old in 2020, started out selling life insurance. And one of the ways I got into it,

There was a few things that attracted me and recruited me to the industry. But one of them was I saw a couple guys in the industry that had cool Instagram pages that every time I would see it, I'd be like, man, this dude's eating steak dinners. Like I've, I've had two steak dinners my whole entire life. When I got like, I think first communion or something. And then when I graduated high school, that was the only two times I ever ate steak at a nice restaurant. I'm seeing these sales guys on Instagram eating steak every night.

So that caught my eye. And then I saw just people on Instagram with things I was never able to afford. And that's part of what attracted me into the industry. I knew Instagram recruited me into the industry. So at some point when I want to grow a team, I got to make sure my Instagram can do the same thing for other people out there.

Nick Nascimento (02:58.189)
Nice.

Nick Nascimento (03:04.076)
I like that. So let's talk about your first, your 19 when you started selling.

Spencer Kozej (03:10.94)
20, realistically.

Nick Nascimento (03:11.854)
So did you do really well right out the gate or how was it for you?

Spencer Kozej (03:17.06)
So I did, I was making about $2,000 a week by my second week, which is not great by any means necessary, but at the time, from what I was used to making, $2,000 a week was absolutely better than great. So I would say I started off pretty good, I'm not gonna lie.

Nick Nascimento (03:38.348)
Yeah, I love that. then your biggest year you got up to close to how much personal revenue?

Spencer Kozej (03:44.998)
So personal sales, income off personal sales was my first year in sales, 380K. And then my mindset or my focus shifted towards team building after that.

Nick Nascimento (03:52.599)
Okay.

Nick Nascimento (03:57.28)
Absolutely. You got to build a team. I'm a big advocate of, you know, duplicating success. And I've learned a lot of it from Patrick back David. He's in a very similar space, obviously. And he's going to army of about 40,000 agents. don't know if you've got any mentorship from him. He's amazing, dude. have you been to one of his events? You've got to go. Dude, you've got to go to the vault. You're crushing it with recruiting, go to the vault conference because that is a guy who's literally built.

Spencer Kozej (04:12.134)
Dang.

Spencer Kozej (04:17.764)
I have not know, I know some people have.

Nick Nascimento (04:27.178)
exactly what you're doing at the high, like the highest level, you know? So, but I love this dude. Okay. So, so let's, I want to break down with you what, like, if you, you were to give like one or two things that has helped you find success before we go into recruiting in your sales job, like what, yeah.

Spencer Kozej (04:45.53)
Yeah. So I would say first and foremost, the same time I started sales, my first week in sales was the week I went to a Christian church for the first time and gave my life to Jesus. So I feel like I was broke and hopeless and like bitter my whole life for 20 years. And then in 2020, two things happened at the same time. I got into sales, but I also gave my life to Jesus.

And since 2020, my life's been great. made great money. I'm happier. Everything's good for the most part. And I always thought it was because I was making money. But four years into my sales career, something happened where everything exploded. went from making 20, 30 K a week down to like a thousand to 2000 a week for seven months in 2024. But I was still happy, peaceful, like good, completely good.

So what I realized in 2024 was what changed my life and made me actually happy was giving my life to Jesus and trying my best to follow his teachings, his ways, keep him first and everything I do, which is my tip for people when they join sales. People come into sales a lot of the times cause they're like, I want to make a lot of money cause I'm not happy. And I'm like, look, first money's not going to make you happy. So you need Jesus.

Nick Nascimento (06:07.064)
Mm, that's a void.

Spencer Kozej (06:14.34)
And then once you have Jesus, the next thing you need to be good in sales from what I've seen and the people I know is really just you need hunger. You need to be super, super hungry and you need to not be a quitter. And those are, if you have those two things, you're going to be good in my opinion.

Nick Nascimento (06:31.426)
Well, dude, I'm a very Christian man myself and I'll tell you business and sales, it's a spiritual game and it's selling is you're pouring into people. You're giving energy, right? It's about serving and detaching from your agenda and helping that person, not just pull them over to your agenda, but one discovered to fit. And if it is a fit, finding a way to serve them right through communication and empathy, love, those are some of the most powerful forms of communication.

And they stem from a lot of this faith, you know, and I think just having a desire to serve people and love them and see them better off, that's massive. But then also this, this sense of filling your cup, right? You can't pour from an empty cup. And so, so that's spirituality. is, you know, physical fitness. both big into that. And I'm curious.

So you literally talk about Jesus and how this has been transformative for you. You tell guys they got to get that in their life. What other parts of personal development would you say have been massive for your growth?

Spencer Kozej (07:41.574)
So I've already talked about spiritual, which is one of the pillars of personal development. In my opinion, you've got mind, spirit. Spirit's probably the most important. After that, I would say physical development in your body and being in good shape for two reasons. If you eat healthy food and you're in good shape, you're gonna have better energy than somebody that eats crap food and is out of shape.

And sales is a performance based career where you need energy. So if I've got more energy than you, because I'm in good shape and you're not in good shape, who's really going to perform better and make more sales over the course of a year? Probably me, because I've got more energy and I'm not going to crash out in the middle of the day every day. And then when it comes to team building,

Nick Nascimento (08:31.203)
Yeah.

Spencer Kozej (08:35.672)
If you're in great shape, mean, Andrew Tate says this, Andy Elliott says this, and I agree with it completely. If you're in great shape and you're trying to recruit someone, it's very easy to recruit someone when anytime you walk up to them, they semi automatically respect you because they can see by the way you carry yourself that you mean business and you probably do what you say you're going to do. So if you tell them.

Nick Nascimento (08:57.592)
Yeah.

Spencer Kozej (09:02.768)
Hey, if you listen to what I teach you to do, can teach you how to make 100K or more than 100K. They're probably gonna trust you. But if you show up looking like a slob, they're not, I personally don't trust fat people. Just...

Nick Nascimento (09:16.974)
Yeah, I love it. It sounds ruthless, but I understand where you're coming from. Because it shows discipline. It shows discipline. shows commitment, you know, and to defend what you're saying. Like if a man can't take care of himself, how is he going to take care of a business as people, know? So yeah, especially with how important physical health is. I love that, man. A big thing for me, Spencer, I don't know how you feel about this, but I used to have this limiting belief. Okay. I've gotten a lot more fit.

Spencer Kozej (09:23.964)
Yeah.

Spencer Kozej (09:33.167)
Yeah.

Nick Nascimento (09:44.503)
I've got great relationship with my kids. have full custody. was telling you that before the podcast singled out of three guys. I'm a business owner, businesses scaling and growing and got a great life. But I used to think that I couldn't have great health and have a lot of money, have a success in business and then also have great family. And so, you, were just talking about earlier before the show, how you do one thing is how you do everything. Right. And,

what I'm on a mission to drive home with people is you don't have to choose between the business success and then your health. You don't have to choose between the relationship with God and both of those things, business and health. go one, they go hand in hand with each other. And again, how you do one thing is how you do everything. And so if you can master fitness or master one of these pillars of your life, it bleeds over into the other area. And a lot of guys come in just wanting money, try to fill that hole as you're saying, hoping the money

will solve those problems, but it just amplifies current state. And when really they don't need sales training as much as they need development themselves. I'm curious to shift topics here with you and transition recruiting, if that's okay, Spencer. You down? I wanna pick apart and just have the audience learn from you. Tell us.

Spencer Kozej (10:53.145)
I agree completely.

Spencer Kozej (11:04.858)
Yeah, 100%.

Nick Nascimento (11:12.046)
tell us if somebody's getting started, wants to build a team, right? That's, that's step one to growing your income and growing freedom is, is, is recruiting. also need great onboarding success and leadership and systems to make sure things grow in or smooth. And, but with, with recruiting on Instagram, if you were to mentor somebody coming in, what are your first couple of tips you'd give somebody else? Right.

So not for me, like I already know, I wouldn't say I'm as well versed as you. You know, we have different lanes with marketing, but for someone newer.

Spencer Kozej (11:49.508)
Yeah, I would say people are looking for leadership. So you need to show up as a leader in a couple main pillars on Instagram, whether it's money. So if you're recruiting someone to join your sales team and all you talk about is money, you better have a boatload of money that you can show people. Hey, I'm talking about making money, but

Here's how much money I make. can lead you to make more money. That's one way to recruit people, but you're going to be smoked if that's your only approach by people that have multiple approaches and can be a leader in multiple avenues. So what I try to focus on is like, yes, I can teach you how to make a boatload of money and here's all the money I make, but that's only going to attract a certain type of person. And sometimes that attracts low quality.

people if all they care about is money. So you need to be a leader physically, mentally, spiritually, and show that not only can I teach you to make a lot of money, but if you get around me, you can become better physically. Now you've got people that their main goal is I just want to get in better shape. So if I get around Spencer, he can teach me how to get in better shape. And the only way I can get around him is if I joined a sales team.

But hey, I'm gonna make money doing that. So boom, now I'm getting the person that doesn't just care about money, they more care about fitness, but money would be a nice little side thing to have. So they hit me up because of that, because I can be a leader in that column. Or if it's mindset. Like the first time I listened to a David Goggins video was the first time I heard somebody with a different mindset than when I was used to growing up around and hearing.

Nick Nascimento (13:24.493)
Nice.

Spencer Kozej (13:37.54)
And I was like attracted to David Goggins because of his mindset, not his money, not his physical shape, not his spiritual, spiritual beliefs, but his mindset, which drew me to him. followed him. I felt like I knew him. And I feel like if he had an opportunity to where he said, yo, you can come do whatever with me. I would go because of his mindset and he's, he's a mental leader and then spiritual.

A lot of people don't have someone that they can look up to to teach them about the Bible or teach them things about how they can grow their spirit. So again, people that are out there looking for spiritual growth, if you can be a leader in all four of those avenues, then you can attract way more people than the guy that's a scrub physically, like a victim, hater, beta, mental, state, no spirit, but all they talk about is money.

Nick Nascimento (14:10.136)
Right.

Nick Nascimento (14:31.938)
Yeah. Money,

Spencer Kozej (14:33.142)
I look at those people, I'm like, you can't compete because you're just going to attract a bunch of money hungry kids.

Nick Nascimento (14:35.949)
Yeah.

100%. Yeah, it attracts entitlement. It attracts kind of greedy, greedy guys that will eventually try to, not always, but your odds of them trying to leave you and start their own is higher, you know? But attracting through culture and lifestyle is massive. And there's a lot of guys that make good money in sales and a lot of good recruiters that make a lot of money. You know, I was making 200,000 a month selling solar, but that only gave me so much attraction.

Spencer Kozej (14:52.741)
Yeah.

Nick Nascimento (15:07.874)
You know, but once I started getting real with, I'm also a single dad. I am also big into fitness. I'm also a Christian entrepreneur. then it makes it, you start differentiating yourself from these other, you know, other recruiters. And the way I look at it is success isn't to be pursued. It's to be attracted by who you become. You know, Jim Rohn always said that. And, Tony Robbins has been a megaphone for that message his whole life. And if you, if the way I see it, Spencer is,

you become more attractive. If you add these other arsenals in your life, you are literally more attractive to other people, not just physically, obviously, but you're, you're attractive with your energy. You're attractive with that momentum. And when people see something that they don't have, right, it could be a physical health, could be a relationship, but oh, also he has the money that I want. That's just, it's another iron in the fire. The way I see it.

Spencer Kozej (15:44.014)
Ahem.

Spencer Kozej (15:58.65)
Yeah. 100%.

Nick Nascimento (16:00.609)
So, okay, so that's huge. So you're talking about having a well-rounded, like going after multiple things, getting loud about that, not just about money, but have a few different things, whether it's your physical health, show what you're passionate about. What other tips do you have for somebody on Instagram to blow it up? Maybe talking to someone at higher level, already doing it at a high level, what would you say?

Spencer Kozej (16:22.68)
I would say...

that this is kind of simple, but if you were to ask someone that's seen your Instagram, like what's this person all about, it should be real easy to answer. So you're always in the back. So contrary to popular belief, I was always told don't post your hiring every single day, you'll come across thirsty. And then I was told coming up, like, if you're gonna post hiring, post.

Nick Nascimento (16:35.534)
Mmm.

Spencer Kozej (16:53.082)
Hey, I only have spots for three people. So swipe up soon. Cause it's going to be closing out this, this week. Like to me, that comes across as you're lying and you're just like scammy. Well, like I'm in sales. It's obvious that we recruit. It's obvious that I'm hiring all the time. So I've posted, I'm hiring every single day for the last five years without missing with the mindset of.

Nick Nascimento (16:56.567)
Right.

Nick Nascimento (17:03.288)
salesy.

Nick Nascimento (17:07.203)
Yeah.

Spencer Kozej (17:20.668)
I'm going to drill it into people's heads every single day. So maybe one day they're going to be having a bad day at work and they're like, I hate my job. They're going to be like, well, that Spencer kid posts, he's hiring every single day. Let me hit them up and check it out. Or also.

Nick Nascimento (17:34.338)
Yeah. you feel like so my thought is I see how that's brilliant in lot of ways. What about for Brandon as as people getting annoyed and putting on mute or unfollowing?

Spencer Kozej (17:45.958)
So personally, I don't care, because I'm like, if you are annoyed or gonna mute me and unfollow me, I don't care. I only want people that want to work with me regardless. So if you weren't gonna work with me, I don't need you following me anyway. That's my mindset on it.

Nick Nascimento (17:57.431)
Right.

I like it. I like it. Who's been a mentor for you in the marketing, recruiting and leadership space for sales?

Spencer Kozej (18:07.066)
Ooh man, I've learned a lot from a lot of people. So I don't want to miss anybody, but I would say one of the biggest is on Instagram, Will Rivera, his Instagram is willchangelives. He's taught me a lot. And one of the guys that runs my ads, his name is Sohob. I think his Instagram is S W O L E H A Y B. He's also taught me and helped me a lot with marketing tips.

Nick Nascimento (18:35.148)
Love that. Those guys out of Miami are just connecting online. Let's go. I love it, dude. I love it.

Spencer Kozej (18:37.978)
Yeah, no, they're in Miami. Yep. And Daniel G, if you've heard that name.

Nick Nascimento (18:44.356)
huh. Yeah, I had him speak at my event. We're buddies.

Spencer Kozej (18:47.386)
Yeah, I had a dinner with him and he gave me some really good tips on marketing on especially on social media that have helped me a lot as well.

Nick Nascimento (18:54.668)
I love that. What Daniel G said, yeah.

Spencer Kozej (18:57.658)
He said most people post for likes, but you should post for shares. And I'm like, that's genius. Like what can I post that'll get people sharing it rather than just liking it?

Nick Nascimento (19:05.004)
Yeah, virality.

Nick Nascimento (19:10.808)
So how did that shift your content strategy for you?

Spencer Kozej (19:15.738)
So it shifted, because I'm just about getting new eyes on my page every single day. Someone that I watch and get business tips from, funny enough, is Rick Ross. He's actually super smart when it comes to marketing. one of his tips is you have to connect with new consumers every single day. So if I just keep posting I'm hiring, but all it's going to is my current followers, that's not new consumers.

Nick Nascimento (19:27.063)
Yeah, he is.

Spencer Kozej (19:43.044)
Consumers to me is like people that might want to work with me. So if not getting in front of new consumers and I'm just letting my same audience see me every single day, that's not connecting with new consumers every single day. So every single day, my mindset is I need to connect with more and new consumers. One way I do that is just funny, stupid, creative ads where I'm doing something that people are probably going to roast me for, make fun of.

Nick Nascimento (19:45.804)
Right.

Nick Nascimento (20:12.354)
Yeah, the comments going.

Spencer Kozej (20:12.378)
Maybe they'll think it's funny, but either way it's gonna get shared. And then when it gets shared, people are gonna be hearing in my message, hey, I'm hiring sales reps, this is what we do, boom, boom, boom, boom, boom. Because I know that's connecting me with new consumers that it's gonna get their eyes on my page and then have them start doing their research to see if maybe they end up on the team.

Nick Nascimento (20:23.084)
Right.

Nick Nascimento (20:31.746)
Nice. So how you sit down and you come up with these ideas every day.

Spencer Kozej (20:35.869)
not every day, but yeah, pretty frequently.

Nick Nascimento (20:39.918)
I love it. So that's part of your routine for work.

Spencer Kozej (20:44.048)
Whenever I need a new idea, I go to the same place. It used to be my bathroom. I shut the lights off, get on my knees, start praying, listen to worship music and just pray. Give me creative ideas. Give me the next idea that's going to make my Instagram pop. Get me lead great agents to my team. Boom, boom. And then I just sit there and ideas pop in my head. Now I do it by the water near my place, but yeah, that's what I do to get my ideas.

Nick Nascimento (21:08.962)
Nice. That's awesome, Spencer. Love that, dude. And then, do you use a team to help you manage the content and everything and post and edit?

Spencer Kozej (21:20.294)
Yeah, I've got a few videographers, a couple guys that edit some stuff. Yeah.

Nick Nascimento (21:26.146)
Love it. Love it, man. And then what's your strategy for onboarding people? Do you have a system set up for how you guys do that to help increase retention and training and

Spencer Kozej (21:39.315)
So basically, we run a group interview for people to join our sales team instead of one-on-ones. So we funnel people to a group call. Before they join the call, they watch a quick video that explains what we do. It's like a quick little video, teach them a little bit about the career. I funnel them to a group Zoom. It's live every Monday. On that Zoom, I'll have like 200 people a week.

That's where I really break down the business and talk about here's how we get leads, here's company history, here's our scripts, boom, boom. And then I say, if you're interested in working with us, fill out this link. So if I've got 200 people on there, we'll probably have 150 of them fill out the link saying like, yeah, I wanna do this, I'm ready. From there, I funnel those 150 names out.

to the 60 leaders across my team. We've got 60 leaders, so I'll give like whatever three names to each leader and their job is call this person, get to know them, see why they want to join, see what makes them think they'd be a good fit for our team and then I leave it up to my leaders to see if they want to hire that person or not.

Nick Nascimento (22:48.846)
nice.

Nick Nascimento (22:53.016)
So what was before that group Zoom call? missed that.

Spencer Kozej (22:56.196)
before the group zoom, they watch a quick video that talks about a little bit like, Hey, Spencer runs a group zoom. It's about this. He's going to go over leads, blah, blah, blah. It's just.

Nick Nascimento (23:06.19)
So like a, like an evergreen like webinar kind of thing. Okay. Nice. In your short form, you have, you have ads that basically get them to go to that. Like a, like a funnel.

Spencer Kozej (23:09.36)
Yeah, pretty much.

Spencer Kozej (23:16.122)
Yep. Yeah, short form ads lead them to a quick VSL video that's like eight minutes. They watch that video, it funnels them to the group interview Monday night. I'm there live on Monday. And then I funneled the leaders on my team. Yep.

Nick Nascimento (23:28.576)
Nice.

That's perfect, dude. That's a solid system. Yeah, it's efficient too. And you're getting a couple hundred people on each one of those.

Spencer Kozej (23:36.868)
Yeah, it's it really depends how much we spend on ads for the week, but it's between 150 to 250.

Nick Nascimento (23:43.8)
That's amazing, So tell me what, what fuels you, bro? What, where, where do you, you're 25. You've got massive momentum. You're, crushing in a lot of ways. What's driving you right now? Where do you want to be? Why do you do what you do?

Spencer Kozej (23:45.317)
Yeah.

Spencer Kozej (23:58.832)
Hmm. don't really honestly, it's Andy Elliott says what you lack as a kid you crave as an adult. So I didn't grow up in a family that had a ton of money. So I just want to be the parent of a family that has a lot of money. And also my purpose is to lead people to the Christian Church. And I know the business model I'm in.

Nick Nascimento (24:08.012)
Yeah.

Spencer Kozej (24:27.868)
The more people I recruit, the better I do in business. But if I'm bringing in 200 people a week that are looking up to me for financial advice, I'm on a slight pedestal where I've got 200 people looking up to me like, yo, what do I do? What do I do to make money? That gives me a great platform to be like, hey, one, you need to get into church. So that's what keeps me going. just plan on doing that forever.

Nick Nascimento (24:41.955)
Yeah.

Nick Nascimento (24:45.943)
It does.

Nick Nascimento (24:51.608)
That's awesome.

That's awesome, dude. That's where I'm, I'm very similarly aligned with you. Like my company, Sparta solar. It's, it is people are attracted on the success of money and making, making good money, but we've had a lot more people attracted on mentorship, which I think is better branding now, but a lot of people come in saying, Hey, I need a job, right? It's a job, make money sales. And then we come in and we've branded ourselves Spencer as a self development leadership development sales organization. just happen to sell solar, right? And, that's what guys like you and I are.

connected. It's like, dude, you sell life insurance virtually. I sell our group is door to door, but we are aligned on the big stuff. know, God, fitness, health, putting yourself for serving people. And I think when a guy, a man or woman gets aligned with a bigger vision that's outside of them, that is spiritually driven and it's about impacting and serving and also stems from childhood. And then they get momentum and success. Those are the guys to watch out for. Those are the guys that usually do

do big things. So anybody listening to this, watching this, if you're thinking, how, how can I get like these guys, how can I get more momentum and success? Find a reason that's outside of just you, you know, there's four levels of why there's survival, there's, status, freedom, and then there's purpose. And a lot of salespeople are in those first three. And then even some top performers and freedom of like, I just want to have a lot of money. want to have

I'm to what I want when I want, I want with who I want, but there's a different level you'll operate when you do it out of something bigger, you know? And, and it's just, it's like fueling a rocket versus fueling a Toyota Prius. Like they don't operate on the same fuel, you know? And so to have bigger goals, they get to a bigger place. You have to have bigger fuel. So I love hearing that, bro. love hearing what motivates you and gets you going. I, I, any,

Spencer Kozej (26:32.113)
Yeah.

Spencer Kozej (26:37.756)
Yeah.

Nick Nascimento (26:52.458)
I hear this like what's the what's the best advice you've ever gotten that's helped you in business?

Spencer Kozej (27:00.514)
I would say it's very simple. Outwork and outlast. That's what was told to me when I was new. And it's simple. Yeah. Just outwork everybody and outlast everybody, especially in sales. Cause everyone quits at some point. And I was reflecting on this before the podcast, when you said, teach me or text me like your achievements. And I'm like, okay, I can text a student, say I make X millions of dollars, but

Nick Nascimento (27:05.846)
Yes.

Simple.

Nick Nascimento (27:15.18)
Yep. Yep.

Spencer Kozej (27:30.788)
A lot of people can do that in the sales industry. But what a lot of people can't do is say, I've never quit a sales job ever. I feel like that's so rare. that's the people that can say that probably are the top dogs at the current company that they're at. I feel like if you get the chance to talk to a top dog, they're going to be like, yeah, this was what I started in. This was my first sales job. And now I make X millions per year. I've never quit and I'm unrecruitable.

Nick Nascimento (27:40.556)
That is rare.

Nick Nascimento (27:57.913)
Let's go. Did there's a, I always say the four step formula to outsell anybody. It's exactly what you said. The first, those, the first two or four. Yeah. It's, at work out, develop, out, strategize out last. Like if you could summarize success and those, those four things right there at work out, out, out develop. So get better close rate, grow yourself. That's exactly what we're talking about on this, you know, personal development and then out strategize. need systems, you know,

Spencer Kozej (28:10.512)
Yeah.

Spencer Kozej (28:15.162)
Yep.

Nick Nascimento (28:28.294)
And a lot of what we're talking about here is a strategy. You talk about your VSL strategy. That's a, know, somebody could go bust their butt making videos, but if they have the wrong strategy, you know, it's hard to compete. And that is also why going to mentors, listen to podcasts, reading things is huge. You know, you got to proactively and continually seek out who's better than you. You know, me reaching out to him, like this guy's beating me in marketing in some ways. I want to learn from him. I want to share this with my audience. I want to promote him, get him up on a pedestal. He's talking about God. He's talking about fitness.

He's helping guys find freedom in sales. This is a win-win, you know? so props to you, bro. Props to you. Thank you for coming on the show. One other thing I want to ask, what is the worst advice you've ever gotten in relation to sales and business?

Spencer Kozej (29:13.936)
Worst advice I've ever gotten? Worst advice, that's a good question. There's so much bad advice. I would say the worst advice is any advice coming from someone that you wouldn't trade places with. Yeah, anything coming from someone that you wouldn't trade places with mentally, physically, spiritually, or financially, that's the worst advice, in my opinion.

Nick Nascimento (29:23.694)
Sir.

Nick Nascimento (29:30.414)
That's great. I love that. That's great.

Nick Nascimento (29:38.733)
Yep. Yeah. Just there's an off switch. Where's the mouthpiece of this? Who's this person? What's he talking about? Where does he add in that area of his life? Okay, cool. Turn the switch on. He's better than me, you know? And so not even any better than me, but there's it's like there's was it Dale Carnegie said in every man is my superior and that I learned of them, you know, in today's world, he'd be almost a trillionaire and

Spencer Kozej (29:43.12)
Yeah.

Spencer Kozej (29:54.171)
Yeah.

Nick Nascimento (30:05.9)
So that's, there's something powerful with that mindset. You know, I've seen that consistent theme with some of the top guys I've, I've interviewed and entrepreneurs I met. They're just, they're hungry and they're humble dude. They, that's the difference with like great, great salespeople entrepreneurs is they are different than the, the, the good ones in the sense that they don't stop progressing because they don't stop learning. So, well, dude, where can people find you on the gram?

Spencer Kozej (30:09.382)
Yeah.

Spencer Kozej (30:34.32)
Yeah, find me on the gram spencer.coz or on YouTube. The YouTube growing too. We're going to see which one hits 100. They're both going to hit it though.

Nick Nascimento (30:40.534)
Let's go. Yes, that's big, dude, on YouTube. That's big. I love that Smiths.

Spencer Kozej (30:46.17)
Yeah, it's big, but it's gonna happen.

Nick Nascimento (30:50.284)
Let's go. What are your, a lot of your YouTube, I haven't seen your YouTube channel. What are you talking on?

Spencer Kozej (30:54.936)
so I started a youtube in january this year I just make like vlogs educational videos stuff like that i'm coming up on four

Nick Nascimento (31:03.136)
OK, what percent vlog, what percent training videos, what percent other?

Spencer Kozej (31:10.882)
Not, I would say, I just now I'm hopping on like a consistent game plan. I was kind of freestyling it before, but I'd say it's 50-50 or maybe 30 % vlog, 70 % educational.

Nick Nascimento (31:12.333)
Yes.

Nick Nascimento (31:26.71)
Nice dude, I need to start vlogging for YouTube, I don't do that.

Spencer Kozej (31:30.236)
Yeah, YouTube brings a lot of good recruits. I would say like a thousand views on a long form YouTube video is equivalent to 200,000 views on an Instagram reel.

Nick Nascimento (31:40.781)
I would agree with that. Yeah. Long form is way strong. Podcasts, YouTube are way, when, when people, I meet people that have watched my YouTube or listen to my podcast, they're, they're like, they're, they feel like they're friends already. You know, it's cool. I love it. Cause they, get to know you. And I felt that way with other entrepreneurs, you know, and, yeah, super cool. It's such a blessing that we can send out messages like this, you know, in in the world, we live in such a cool day. I was just talking to one of my, one of these new guys, we just onboarded. He's going to school out here in Utah.

Spencer Kozej (31:54.298)
Yeah.

Nick Nascimento (32:11.358)
And I was telling him I was a dropout and you know, just telling him like, dude, the world we live in is so crazy how we really don't need school, you know? Like, I mean, it's, it's, I don't want to call school a scam, but my gosh, it is kind of a scam. especially if you want to, unless you're going to be a doctor or dentist or lawyer, I feel like AI is just going to take those jobs anyways. anyways, maybe not the dentist.

Spencer Kozej (32:19.888)
Not at all.

Spencer Kozej (32:33.82)
That's funny. I met a sales kid on my team like two weeks ago. He was in my kitchen and I'm like, I'm like, where'd you go to college? He's like, dropped out of high school in ninth grade. said, dude, that's

Nick Nascimento (32:40.141)
Uh-huh.

Nick Nascimento (32:46.222)
I know that's next level. kid, he figured out early. He's like, this shit's rigged. Yeah, man. remember being in college thinking of my professors and I'm like, I was reading books and with Grant Cardone, Brian Tracy, you know, Carnegie and I, and Stephen R. Covey. I remember

Spencer Kozej (32:49.828)
I'm like, dude, I wish I could say that. That's small.

Yeah, I was like, that's respect.

Nick Nascimento (33:11.532)
learning from them and then learning from my professor, then learning from them, learning from my professor. wasn't just the fact that I made the 300 grand while I was going to school in a summer timeframe. It was the fact that I'm like this mentorship I'm getting from this one hour reading my book for his one hour reading class. like, it's not the same. I'm like, what else is that? I mean, what if I got this in person? And then I started going to events and I was like, done, we're out. We out best decision I made bro. So anyone going to school, listen to this. there you go. Get sold.

Spencer Kozej (33:28.517)
Yeah.

Spencer Kozej (33:33.702)
Yeah.

Nick Nascimento (33:40.302)
here was it. did a church mission. So I was out preaching for Jesus for two years and then I came back dropped out. Was that 2015?

Spencer Kozej (33:41.031)
Yeah. What year of college did you drop out?

Spencer Kozej (33:52.124)
So nice.

Nick Nascimento (33:52.994)
Yeah. Damn, That was where I learned how to sell, by the way, was selling Jesus.

Spencer Kozej (33:57.574)
That's, I've had some Utah guys on the team that say the same thing.

Nick Nascimento (33:59.982)
Bro, there's the some of the best ones you get you get some pansy Mormon guys that that But like you can tell if they if they had leadership position on their mission and their discipline they're That's a good sign, you know, like I was a guy on the mission that Yeah, I outworked everybody on the mission. I talked to more people than everyone and that translated over to success and sound man. So Yeah, well Spencer loved having you brother love having you

Spencer Kozej (34:15.036)
Probably the best recruits out there.

Spencer Kozej (34:24.752)
Thank you.

Nick Nascimento (34:29.74)
How can I help bring value you outside sharing this podcast and getting you on our page?

Spencer Kozej (34:34.992)
I mean, just giving me a platform to talk about Jesus and sales is the best thing that anyone can do. So you already did. I appreciate you.

Nick Nascimento (34:41.602)
Let's go, bro. Love that. Love your energy. Guys, give them a follow. Spencer, I appreciate your time.

Spencer Kozej (34:47.674)
Yes sir, thank you brother.

Nick Nascimento (34:49.167)
We'll see ya.